Explaining heater efficiency
It is especially important to explain the heater’s original efficiency rating does not remain the same throughout its operating life. Unfortunately, most heaters lose efficiency over time, just from basic operation. As a result, if the client is looking to spend less money to obtain warmer water, they will need to get a newer, higher-efficiency heater.
Heater efficiency can be easily explained by providing an illustrative example to the pool owner. For instance, if the heater is 82 per cent efficient, for every dollar spent on gas, 82 cents go into heating the pool water. The remaining 18 cents go up the vent pipe or into the atmosphere. The customer will likely appreciate that their existing pool heater has been maintained at its highest efficiency rating over the past few years. But, eventually, no amount of maintenance will be able to outweigh the benefits of a newer, higher-efficiency pool heater. This is where it becomes crucial to explain the benefits of an upgrade. Some manufacturers of high-efficiency heaters now offer warranties for as long as three years.
Maintaining long-term client relationships
Pool professionals are realizing this is the year to promote heater service and maintenance programs to keep clients happy.
“Pool professionals are in a long-game business,” says Belcourt. “We know we are going to sell them a new pool, then we’ll sell them new filters, then we’ll sell them a new pump, a new heater, and a new liner, and they’ll come back to us again when they buy a new house and want a new pool.”
Maintaining positive relationships fosters customer loyalty. Heater maintenance and service is a tool to help increase customer loyalty, while also generating short service revenue and long-term product revenue.
Phil Bach is the senior sales manager for Pentair in eastern and central Canada. He has been working in the pool industry since 1978, starting as a pool service technician. Bach joined SwimQuip in 1988 and stayed with the company as it became Sta-Rite and then Pentair. He can be reached via email at phil.bach@pentair.com
